Exam 12: Managing Marketing Channels and Supply Chains

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Dual distribution occurs when a firm employs two or more different types of channels for the same product (Eg.,GE sells its large appliances directly to home and apartment builders but uses retailers to sell them to consumers).Dual distribution is used for a multibrand strategy.A strategic channel alliance is when one firm's marketing channel is used to sell another firm's products.A similarity between the two terms is that firms use both to reach different market segments in a more cost-effective manner.A difference between the two is that for dual distribution,a single producer selects the intermediaries to reach its target market segments,whereas in a strategic channel alliance,one producer uses the marketing channel developed by another firm (sometimes a competitor in a product class)to reach its target market segments.Strategic alliances are popular in global marketing,where the creation of marketing channel relationships is expensive and time-consuming.

A) the distribution of products and services directly from the manufacturer's production site to end users.
B) the traditional chain of distribution from manufacturer to retailer to consumer.
C) the use of agents that represent a single producer and are responsible for the entire marketing function of that producer.
D) a method of distribution that allows consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson.
E) a method of distribution that allows consumers to buy products through direct personal interaction with the manufacturer's representatives in order to provide more personalized service.

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A) channel champion.
B) channel general.
C) channel captain.
D) channel director.
E) channel coordinator.

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A) channel intermediary development.
B) relationship management between channel intermediaries themselves.
C) value creation by channel intermediaries.
D) channel intermediary promotional efforts.
E) a way to recoup cost overruns.

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A) application
B) possession
C) time
D) place
E) form

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A) unpredictable costs of transportation because of fuel prices.
B) product liability from poorly produced products that become defective.
C) the need to stock merchandise in anticipation of sales.
D) trying new promotional campaigns.
E) investments in new-product development.

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A) a corporate vertical marketing system.
B) a wholesaler-sponsored voluntary chain.
C) a retailer-sponsored cooperative.
D) franchising.
E) an administered vertical marketing system.

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A) multichannel distribution
B) a direct marketing channel
C) a cooperative distribution channel
D) a strategic channel alliance
E) a dual distribution agreement

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A) producing, assembling, and distributing.
B) transportation and distribution.
C) buying, selling, and risk-taking.
D) assorting, sorting, and storing.
E) financing, grading, and marketing information and research.

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E

A) manufacturers
B) retailers
C) agents
D) wholesalers
E) brokers

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A) the distribution of products or services in markets where there are currently no other competitors.
B) the distribution of products or services where the producer owns the entire channel of distribution.
C) the density of distribution whereby a firm tries to place its products or services with only one retail outlet in a specified geographical area.
D) the density of distribution whereby a firm tries to place its products or services in as many outlets as possible.
E) the density of distribution whereby a firm chooses to place its products or services in very few retail outlets in a specific area to generate excitement.

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A) new-product development
B) inventory
C) advertising
D) personal selling
E) market research

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A) retailer-sponsored cooperative
B) service-sponsored retail system
C) administered cooperative system
D) manufacturer-sponsored cooperative
E) wholesaler-sponsored voluntary chain

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A) dual distribution
B) cooperative distribution
C) strategic channel alliance
D) global distribution alliance
E) multichannel distribution

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A) exhaustive distribution
B) thorough distribution
C) selective distribution
D) concentrated distribution
E) exclusive distribution

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E

A) Corporate vertical marketing systems can use either forward integration or backward integration but not both.
B) Corporate vertical marketing systems increase distribution costs.
C) Corporate vertical marketing systems increase investment but decrease fixed costs.
D) Corporate vertical marketing systems are only effective with low-end consumer products.
E) Corporate vertical marketing systems offer more control over supply sources or resale of products.

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A) just-in-time (JIT) delivery.
B) intermodal distribution.
C) immediate response system (IRS) .
D) piggy-backing.
E) cross-docking.

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A) a direct marketing channel
B) an industrial distribution system
C) a dual distribution system
D) a franchising operation
E) a strategic channel alliance

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